Realestatable

Don't get discouraged when you're struggling to sell! Become a beacon of hope for your seller with creative methods for unique listings. In today's episode of Realestatable, Tiffany and Ashlee bring you new tools to add to your selling toolkit. Listen in to hear real stories about stuck listings and the changes that made all the difference.

Host Open Houses

• This can be an effective method whether you're doing your open house on the first weekend or hosting it later in the process.

• You don't need to target buyers who already have an agent. Consider public open houses or host neighbor-only events. To learn how: check out our Ultimate Guide to Open Houses!

• Host a realtor open house. This takes preparation but brings people in the industry together to work on helping your client (and you can get feedback on your listing).

Make Local Connections

• The COVID pandemic helped neighborhoods recognize the importance of supporting local businesses. Talk about them in listings to help new buyers see some of the value they'll receive when they move in.

• Create social media content in the area that highlights local businesses and amenities. If you tag the companies, they'll post it on their social media, which gives you access to their SOI.

Revamp Your Marketing

• Go beyond regular photography. Use drone footage to highlight the area that serves out-of-state buyers and can be used for social media posts.

• Don't repeatedly post the same kind of content. Make a wide variety of posts to make waves in the algorithm.

• Ask your sellers and their neighbors what their favorite things about the neighborhood are and share this with potential buyers.

Buyer Incentives

• Add a bonus for agents starting at $1000. More showings will get more people through the door.

• Use or create your local agent's Facebook page. In a lot of areas, these groups are great places to post about realtor open houses and connect with other professionals.

• Talk to your seller about offering a home warranty or a credit for changes that need to be made.

"[Ask your client,] 'What do you love about your house?' And then you can create that story about the memories that the seller has made and how the new buyers can make their memories in this home too." – Ashlee Jankovich

"I always encourage my sellers that it literally takes one person. And that person, truly, is already determined for every sale that we make. The right person is always going to make the right offer to get you to closing." – Tiffany Klusacek

Resources

Get access to our free Portfolio Market Review template today at www.realestatable.com/portfoliocover.

Get access to our free spreadsheet to organize your clients, potential clients, and everything needed to track your deals successfully. Visit www.realestatable.com/spreadsheet to get access to our free template.

Connect with us on Social Media:

Be sure you connect with Tiffany and Ashlee on social media.

1. Intagram - https://www.instagram.com/realestatable/

2. TikTok - https://www.tiktok.com/@realestatable?lang=en

3. YouTube - https://www.youtube.com/@RealestablePodcast

Show Credits:

Our Executive Producers and Hosts are Ashlee Jankovich and Tiffany Klusacek. The Realestable podcast is produced by TSE Studios. Music provided by SoundStripe.

In today's market, potential clients need to see that you're willing to go the extra mile for them. Don't wait until your listing appointment to show them what you've got! In this episode of Realestatable, Tiffany, and Ashlee take you through questions to ask sellers, how to prepare for a listing appointment, and what to do once you get there. Show your future clients exactly why you're the right listing agent for them!

4 Questions for Your Potential Client BEFORE the Appointment

• Have they talked to anyone else about listing? Are they interviewing other agents, and if so, how many?

• Do they know what their home is worth? How much are they hoping to sell for?

• What do they love about their home? (This "non-salesy" question is a great way to get to know your clients and build a relationship!)

• What is the house's square footage, and how did they arrive at that number? Do they have access to prior appraisals?

Following Up

• If you're meeting immediately, send a quick message to confirm the appointment.

• If she has a few days before meeting with clients, Ashlee will door-drop a handwritten note and a small (practical) gift that might include some cleaning supplies, marketing materials, paint swatches, etc.

• Send them a list of things to do to prepare them for the listing appointment. Let them know you might talk about painting the house and other changes before you take photos!

Prepping for the Appointment

• Look for comps. Use a prior appraisal if you can. Make like comparisons! Not all nearby homes will be good comps.

• Come up with a range of prices based on your comps and choose your estimated listing price from within that range AFTER you see the house. Bring a broader range if you don't know the square footage!

• Know how much other homes in the neighborhood have been selling for. Prepare clients for the current state of the market and position yourself as the regional expert.

On the Day Of the Appointment

• If you have connections with any local vendors, you can offer recommendations or coupons for a cleaning service, handyman, etc.

• Bring them a checklist to help your clients prepare the house for photographs. Walk through the house with them and offer specific suggestions as well.

"One of the biggest things we pride ourselves on as a team is talking about 'the difference'. Like, 'What is the difference in working with you?' And I think that's specific to a UVP for us as a team, for individuals within our team, etc. Each person has a difference in working with them… Having some way to present that 'This is the difference in what you're going to get when working with me,' would be key." – Tiffany Klusacek

"I always tell people, 'Hey, if you're unsure if this picture should come off the wall, send me a picture and I'll let you know,' or 'If you think this room is 100%, send me a picture and I'll let you know.' Always offer to go back before listing photos and say, 'Hey, let me do another check,' 'Do you want me to check in a week?' or whatever it is. Go back before photos at least one time." – Ashlee Jankovich

Resources

Resealable Poly Bags for Marketing Materials on Amazon

Get access to our free Portfolio Market Review template today at www.realestatable.com/portfoliocover.

Get access to our free spreadsheet to organize your clients, potential clients, and all things needed to track your deals successfully. Visit www.realestatable.com/spreadsheet to get access to our free template.

Connect with us on Social Media:

Be sure you connect with Tiffany and Ashlee on social media.

1. Intagram - https://www.instagram.com/realestatable/

2. TikTok - https://www.tiktok.com/@realestatable?lang=en

3. YouTube - https://www.youtube.com/@RealestablePodcast

Show Credits:

Our Executive Producers and Hosts are Ashlee Jankovich and Tiffany Klusacek. The Realestable podcast is produced by TSE Studios. Music provided by SoundStripe.

Most buyers search for houses online, and as a listing agent, you only have seconds to catch their attention. Beautiful, professional photos are your listing's first impression. Make it count! In today's episode of Realestatable, Tiffany, and Ashlee talk with Dulce DelaRosa about how to choose a great photographer, prep for photos, and avoid the mistakes so many agents make. DelaRosa's Background

• She grew up in Mexico and moved to the USA with her family when she was 15. She had to teach herself English while attending high school!

• She is a recent graduate from APSU with a major in business with a concentration in marketing.

• She had no experience when she joined Cultivated Co. and has learned all she knows from her mentors and doing the work.

The Biggest Marketing Mistakes Listing Agents Make

• No prep. No matter how skilled your photographer is, if the agent isn't aware of the situation at the house, the pictures can still be terrible. The house should be NEAT before photos are taken.

• Cultivated Co. offers edited AND unedited versions of photos. Agents need to think about the angles the camera will capture. Get stuff OUT from under the bed!

• Editing and Photoshop may be able to tidy up some things, but legally they can't remove others. Companies like Cultivated also limit how much time they spend on each listing based on how busy they are with other clients.

3 Tips for Preparing for Photos

• De-clutter the living room, kitchen, primary bathroom, and yard. Homeowners often leave trash out in the front or the back of the house.

• Clean surfaces like counters, dishwashers, and mirrors. Flash photography brings out water spots on these surfaces, which can be tough to edit out.

• Move unnecessary products out of these main rooms. Take towels, shampoo bottles, soap, etc., and tuck them away. Your photographer won't feel comfortable touching the homeowner's belongings and they might not be able to edit them out!

Choosing Your Photographer

• Find someone who will work with you. While they may not be able to help you prep, find a photographer who will see themselves as part of the team trying to help the homeowner accomplish their goals.

• Choose someone who uses flash photography, updates their technology to keep up with current standards, and takes care of their equipment.

• Ask people you're going to partner with what their turnaround time is and how much editing they are willing to do.

"You should search for a photographer that can offer multiple products and is using the latest technology… and somebody that is available and willing to help you do the job that we're all supposed to be doing." – Dulce DelaRosa

"What is selling the most for us are floor plans and our social media package. Right now, we do reels and vertical-style videos as well as horizontal videos. What I really like the most… is the grass replacement. I know most of the time, people don't have the time or the money to make their grass look better in their yard, so we just replace it in Photoshop and it looks a lot better… And then aerial. Aerial photography is so important if you have a big listing or a big piece of land you want to highlight." – Dulce DelaRosa

Resources

Check out Cultivated Co. (http://thecultivatedco.com) for Marketing and Visuals!

Connect with Dulce on Instagram @dulcedelarosa14

Atomic Habits by James Clear on Amazon

Get access to our free Portfolio Market Review template today at www.realestatable.com/portfoliocover.

Get access to our free spreadsheet to organize your clients, potential clients, and all things needed to track your deals successfully. Visit www.realestatable.com/spreadsheet to get access to our free template.

Connect with us on Social Media:

Be sure you connect with Tiffany and Ashlee on social media.

1. Intagram - https://www.instagram.com/realestatable/

2. TikTok - https://www.tiktok.com/@realestatable?lang=en

3. YouTube - https://www.youtube.com/@RealestablePodcast

Show Credits:

Our Executive Producers and Hosts are Ashlee Jankovich and Tiffany Klusacek. The Realestable podcast is produced by TSE Studios. Music provided by SoundStripe.

Nobody wants to lose their client's dream house to a stronger offer. With less inventory on the market and housing prices remaining steady, now is the time to learn how to build excellent offers that sellers can't pass up. Tiffany and Ashlee share pro tips and personal experiences so you can strategize and build up your toolbox for 2023 and beyond!

Educate Your Buyers

• Help clients see the big picture. There are a lot of moving parts for them to understand - it's not just about how much they offer upfront.

• Remind them they don't need to shop at the top of their pre-approval!

• Teach them about the lending process itself. Buyers are trying to be thoughtful about how they spend. Give them as much information as possible.

Work With Listing Agents

• Talk to the listing agent to see if the seller has goals they are trying to meet. Tailor your offer to what they want.

• If you lose to another offer, talk to the listing agent about why and help your buyer prepare your next offer with that in mind.

• Meet with other agents in your free time to compare notes about what they see in the market and how to build great offers in general.

"Feedback from a listing agent or the listing side is how you're going to write more competitive offers." – Ashlee Jankovich

"Do you remember when we would have stacks 20-30 offers deep? And it didn't matter the price point… We're not back to that, so keep it in perspective. It's not that bad, but I feel like things are different now." – Tiffany Klusacek

Resources

Get access to our free Portfolio Market Review template today at www.realestatable.com/portfoliocover.

Get access to our free spreadsheet to organize your clients, potential clients, and all things needed to track your deals successfully. Visit www.realestatable.com/spreadsheet to get access to our free template.

Connect with us on Social Media:

Be sure you connect with Tiffany and Ashlee on social media.

1. Intagram - https://www.instagram.com/realestatable/

2. TikTok - https://www.tiktok.com/@realestatable?lang=en

3. YouTube - https://www.youtube.com/@RealestablePodcast

Show Credits:

Our Executive Producers and Hosts are Ashlee Jankovich and Tiffany Klusacek. The Realestable podcast is produced by TSE Studios. Music provided by SoundStripe.

Whether you've never sent out a portfolio review or you're looking for creative ways to up your game, connect with clients and drive new business, we're here to help! In this episode of Realestatable, Tiffany, and Ashlee dive into what makes a great portfolio review. Listen in for great tips on how to get returns on all the time you invest in reaching out to your SOI.

Where to Start

• For past clients, start by checking your spreadsheet. Look for home anniversary dates – if you don't know them, check tax records (depending on your state).

• If you're farming in a cookie-cutter neighborhood, check out http://narrpr.com for an efficient way to find comps (or comparables) – it's free!

• For neighborhoods with custom or new construction, run your own comps, as RPR won't be as accurate.

What Goes Into a Portfolio Review?

• A letter with a photo of you and a little bit of information about you and your services so your leads can get to know you.

• A cover page shows the address, purchase price, and estimated value.

• The RPR report with an explanation of what the reader is looking at.

• Testimonials or reviews from past clients. New to the business? No problem! Get personal testimonials from friends and family!

Grab Homeowners' Attention!

• Put your packet in a brightly-colored poly mailer when you send it out.

• If you're sending a portfolio review to past clients, make it a "celebration in a box" – include some swag!

• Door-drop or mail? Do what makes the most sense for you. If you door-drop, try to use that as an opportunity to meet homeowners or set up meetings with past clients.

"What I don't want to do is send out a portfolio review, and they never get anything from me again. Cost-wise, if I'm continuously following up with them with, say, a postcard, and then maybe I door-knock, I don't want it to be [a situation where] I sent out this packet, nobody called me, and then I'm moving to the next neighborhood. Farming sometimes takes years for the return to come." – Ashlee Jankovich.

"We should be providing this information all the time for our book of business, our spreadsheet, our people. If you want to grow your business, we just gave you the ticket… Thinking outside of the box, thinking real and relatable to those homeowners, I don't think there's a better tip on getting listings in any market than [this]." – Tiffany Klusacek

Resources

Use poly mailers to get attention! Ashlee found her Poly Mailers on Amazon.

To download a free copy of the Canva template, click here.

Get access to our free spreadsheet to organize your clients, potential clients, and all things needed to track your deals successfully. Visit www.realestatable.com/spreadsheet to get access to our free template.

Connect with us on Social Media:

Be sure you connect with Tiffany and Ashlee on social media.

1. Intagram - https://www.instagram.com/realestatable/

2. TikTok - https://www.tiktok.com/@realestatable?lang=en

3. YouTube - https://www.youtube.com/@RealestablePodcast

Show Credits:

Our Executive Producers and Hosts are Ashlee Jankovich and Tiffany Klusacek. The Realestable podcast is produced by TSE Studios. Music provided by SoundStripe.

In the industry today, we all need inspiration and education. In this episode of Realestatable, you'll get both from our guest Anthony Camardella. His experience as an agent and a real estate coach has taught him so much, and he's here with Tiffany and Ashlee to give the knowledge away. Listen in for tips about how to approach our current market in a way that leaves you as energized as Anthony is!

Anthony's Background

• He's been in real estate for 17 years after spending his youth cold-calling for mortgages.

• When he started in the industry, he had a tough time breaking into it. He made a lot of mistakes but pursued his growth.

Bringing Back Old-School Selling in New Ways

• Zillow's inventory has been generating fewer leads than in years past, allowing agents to hone their sales skills.

• You can't just door-knock randomly anymore. It can be dangerous! There are new styles of prospecting that can be used by anyone.

• Make contacts, not just sales. Get out there, make friends, and start conversations.

Creating Long Term Opportunity

• If you want to make the most of your contacts, ensure you're not just handing over a business card. Add them to your CRM to make them count!

• "Tire-kickers" are interested in real estate because they like to dream. Even if they're not ready to buy or sell now, they may be ready in the future. That's job security!

• Don't throw out prospects who have bad credit! Help them get set up with a lender or support them in fixing it. Become the hero.

Do You Need a Coach?

• A coach is a pair of fresh eyes. It's good to work through issues with a more experienced agent who has your back.

• The real estate business can be chaotic! Coaching can help you identify your goals and achieve them. It's not JUST about making more money.

• There's no excuse anymore! There's so much information out there for free on so many platforms.

"I read something that said, 'Your income is in direct proportion with the amount of problems you take on per day.' So the amount of problems you take on, the more money you should be able to make. A lot of people run away from problems… People who walk about and say that their day was easy consistently, I find that they probably aren't making the kind of money they want to be making." – Anthony Camardella.

"I think everyone gets into this business thinking there's a finish line. That's the worst expectation you can have in this business. There is no finish line." – Anthony Camardella.

Resources

Check Anthony out @activerealtor on Instagram or TikTok!

Listen in to Anthony's podcast, The Moving Out Podcast

Plato's Allegory of the Cave PDF

The Four Disciplines of Execution by Jim Huling, Chris McChesney, Sean Covey

Why We Want You to Be Rich by Robert Kiyosaki and Donald Trump

Get access to our free spreadsheet to organize your clients, potential clients, and all things needed to track your deals successfully. Visit www.realestatable.com/spreadsheet to get access to our free template.

Connect with us on Social Media:

Be sure you connect with Tiffany and Ashlee on social media.

1. Intagram - https://www.instagram.com/realestatable/

2. TikTok - https://www.tiktok.com/@realestatable?lang=en

3. YouTube - https://www.youtube.com/@RealestablePodcast

Show Credits:

Our Executive Producers and Hosts are Ashlee Jankovich and Tiffany Klusacek. The Realestable podcast is produced by TSE Studios. Music provided by SoundStripe.

Don't let open houses overwhelm you! Great preparation, providing exciting local offerings, and following up can make your open houses successful. In this episode, Tiffany and Ashlee share some great insights into how you can put your best foot forward and set yourself apart as a realtor.

Setting Yourself Up for Success

• Use professional photography to create beautiful imagery, and use Canva to create eye-catching postings.

• Themed open houses for spring, an upcoming holiday, etc., will bring in leads that you otherwise may not have come across.

• Social media can help you promote yourself and your listings. Post your flyer across different platforms.

Offering Amenities to Bring Neighbors In

• Invite neighbors to come for a special meet and greet that also helps warm you up to the community.

• Bring in a food truck to entice people – the food truck will also promote the location.

• Find a sponsor who would be willing to partner with you. Offering a giveaway to your attendees can be a way to bring people in.

• Make sure everyone walks away with a little free gift. Support local businesses and restaurants – gift cards, small swag items, and treats with a business card attached are great ideas to start with.

Following Up

• Before you leave the property, add your new contacts to your spreadsheet.

• Send little personalized follow-up videos to see if your new contacts have any questions. Use a service like BombBomb to send video messages AND see if they were opened/watched.

• 70% of people are not followed up with after an open house. Don't make that mistake!

"When you're preparing for [your open house], you have your prep for the door-knocking ahead of time, your prep for the set-up, you have the exclusive agent open house, but then to be successful from prep to follow-up, you [need] to have a game-plan already set out and time blocked for that follow-up." – Tiffany Klusacek

"This is my favorite: I will text anyone. If they're not responding to me, I say, 'Hey Tiffany, I just wanted to check in and see if you're still interested in buying a house. I certainly don't want to be a bother to you, so just let me know, and I can follow up accordingly.' And most people will be like, 'I've been meaning to respond to you…'" – Ashlee Jankovich

Resources

Get access to our free spreadsheet to organize your clients, potential clients, and all things needed to track your deals successfully. Visit www.realestatable.com/spreadsheet to get access to our free template.

Connect with us on Social Media:

Be sure you connect with Tiffany and Ashlee on social media.

1. Intagram - https://www.instagram.com/realestatable/

2. TikTok - https://www.tiktok.com/@realestatable?lang=en

3. YouTube - https://www.youtube.com/@RealestablePodcast

Show Credits:

Our Executive Producers and Hosts are Ashlee Jankovich and Tiffany Klusacek. The Realestable podcast is produced by TSE Studios. Music provided by SoundStripe.

LLPAs are the media's favorite new talking point. Your clients only know what they hear in the news or from people they know, and it may be up to you to be the voice of reason. In this episode of Realestatable, your hosts, Tiffany and Ashlee, sit down with Donnie Van Hooser, the VP/Branch Manager for Studio Bank. He brings his 20 years of experience in the mortgage industry to shed some light on the current events that are affecting buyers today.

Recent News about LLPAs

• Loan-level pricing adjustments (LLPAs) have shifted in 2023 towards more equitable borrowing, so borrowers with good credit may see a fee increase, while borrowers with bad credit may see a fee decrease.

• Hooser says that people with good credit aren't necessarily going to be punished! Don't go out there and trash your credit in an attempt to get lower fees.

• There are no LLPAs for 15-year mortgages, and LLPAs only apply to conventional loans, so there are other options.

Lending Credits

• If you are trying to close but don't have the money saved up for closing costs, consider a lending credit. Anybody can qualify.

• Your interest rate offsets lending credits. When you get a lending credit, your interest rate goes up.

How to Help Clients With Information Overload

• Clients have more information now than ever. You can educate them – help them tell fact from fiction and figure out how the information they see applies to them.

• Even if they don't ask you for information, try offering it. Check out the links below for useful resources you can share with clients.

• Find people who work in lending (like Donnie) to help you get educated! If you want to reach out to Donnie, see below!

"Do higher credit scores get punished [under the new LLPAs]? I don't know if it's really 'punished.' We have LLPAs for investment properties, condos, and second homes. All of those came out last year, and it made investment rates go up considerably." – Donnie Van Hooser.

"I think that one of the key things that Ashlee and I do quite often is making sure you're pairing yourself with different lenders that are looking and thinking outside of the box. Right now, we're very solution-based. There are a lot of objections as to why now is not a good time to buy because of the media, social media, and all of those things telling us interest rates are driving affordability are driving the need for housing… the more you can be learning and growing through this time, the better you're going to serve clients in that forever relationship." – Tiffany Klusacek.

Resources

Loan-Level Pricing Adjustments (LLPA): A Complete Guide for Mortgage Borrowers

Is There Really a New, Unfair Mortgage Tax on Those With High Credit?

Get access to our free spreadsheet to organize your clients, potential clients, and all things needed to track your deals successfully. Visit www.realestatable.com/spreadsheet to get access to our free template.

Connect with Donnie Van Hooser:

[email protected]

Donnie Van Hooser on Facebook

Donnie Van Hooser on the Studio Bank website

Connect with us on Social Media:

Be sure you connect with Tiffany and Ashlee on social media.

1. Intagram - https://www.instagram.com/realestatable/

2. TikTok - https://www.tiktok.com/@realestatable?lang=en

3. YouTube - https://www.youtube.com/@RealestablePodcast

Show Credits:

Our Executive Producers and Hosts are Ashlee Jankovich and Tiffany Klusacek. TSE Studios produce the Realestable podcast. Music provided by SoundStripe.

You've probably heard about the importance of "getting your mindset right," but when you're working 24/7, that can seem impossible. So how do you create space in your life for that great mindset? In this week's episode of Realestatable, Tiffany, and Ashlee talk about the biggest threat to your mindset: losing sight of the important things. Listen for some tips on getting your life back in balance, and the attitude will follow.

Lean On Your Supports

• Keep your home in order – if your home life is falling apart, your work life will too.

• If you're struggling to manage your home life and are feeling overwhelmed, communicate with your family members or the people you live with. Ask for help!

Timeblock Your Worktime AND Non-Negotiable Rest Time

• Ashlee's strategy is to first block out the time she is NOT working so that she doesn't miss important family time, then block out work time after that.

• Tiffany reminds us that as new a new agent, you may not be able to afford to lose clients over your non-negotiable rest time. But all agents need to go through a shift – from making those sacrifices to prioritizing home life more.

Make the Most of Your Time

• When you're at work, time management is always a struggle. Ashlee's tip is to do one activity at a time and try not to multitask too much.

• Tiffany loves a to-do list. She recommends prioritizing those big activities you don't want to do at work. Get them out of the way because, in real estate, you will always have excuses to put them off.

Surround Yourself With the Right People

• If you want to become a better agent, work with the top-selling agents on your team. They may be willing to mentor you, and maybe you can offer to help them.

• This doesn't just apply to work! Your friends, partner, family, and co-workers contribute to who you become, so choose your people wisely.

"We think our success is in completion, but that could have nothing to do with actually being successful in business. And the whole point of this is to actually see a return on your time; otherwise, we should be doing something else with our time that is so valuable to our families." – Tiffany Klusacek.

"Starting out in the business, I tried everything. They called me the 'Yes Girl' because I was like, 'Yes, I can do that,' 'Yes, I can help with that,'... but now, I know what my comfort zone is, what works for me, what hasn't worked for me, which is not to say I'm not willing to try [things] again, it's just not a priority." – Ashlee Jankovich

Resources:

Get access to our free spreadsheet to organize your clients, potential clients, and all things needed to track your deals successfully. Visit www.realestatable.com/spreadsheet to get access to our free template.

Connect with us on Social Media:

Be sure you connect with Tiffany and Ashlee on social media.

1. Intagram - https://www.instagram.com/realestatable/

2. TikTok - https://www.tiktok.com/@realestatable?lang=en

3. YouTube - https://www.youtube.com/@RealestablePodcast

Show Credits:

Our Executive Producers and Hosts are Ashlee Jankovich and Tiffany Klusacek. TSE Studios produce the Realestable podcast. Music provided by SoundStripe.

In this episode, Tiffany and Ashlee share something that has helped them both in their careers. Every agent needs a CRM to help them build their contact list and keep it organized. Check the resources below for a link to their FREE spreadsheet so you can up your game without breaking the bank.

What is a CRM?

• CRM stands for Contact Resource Manager. It's a modern version of a Rolodex, keeping track of your leads and clients.

• Most companies pay for monthly subscriptions for these, but the best CRM is the one you will use! Spreadsheets work great and can be made for free on Excel.

What categories should you have in your spreadsheet?

• Include everything you need to get in contact with clients: first and last name, phone number, mailing address, and e-mail. Add socials if that's how you prefer to reach out.

• Add in important bits of information as well - closing date anniversary, their beloved pet's name, how many kids they have and what their names are, birthdays, etc.

How often should you look at your spreadsheet?

• Tiffany checks it every week to stay caught up and checks on home anniversaries once per month.

• Ashlee uses a CRM and a spreadsheet. She uses the CRM every day and the spreadsheet weekly.

Who gets added to the spreadsheet?

• Everybody! Whoever you have contact information for can get added to the spreadsheet.

• Growing the database is really important, especially when you're getting started. It's okay to add people who aren't in your region. Color coding can help you track who is in your area and who is ready to buy or sell.

"Even if you've not had very many closings, you're trying to grow your SOI (sphere of influence). Growth is going to happen with contacts or leads when you have a grounding place to be putting those… I am constantly thinking of growing my contact list in my spreadsheet, and I'm pushing people to do that more often than if I didn't have a landing zone for them. It's almost like a natural tool for growth." – Tiffany Klusacek.

"I am not an Excel person. I fight Excel, I do not like Excel, but I find that this spreadsheet is pretty easy to use. It's color-coded, it's got categories, and it was a template set up for me where I could just plug and play the information. Coming from someone who hates Excel, if I can do it, you can do it too. If I can do it, you can do it!" – Ashlee Jankovich.

Resources:

Get access to our free spreadsheet to organize your clients, potential clients, and all things needed to track your deals successfully. Visit www.realestatable.com/spreadsheet to get access to our free template.

Connect with us on Social Media:

Be sure you connect with Tiffany and Ashlee on social media.

1. Intagram - https://www.instagram.com/realestatable/

2. TikTok - https://www.tiktok.com/@realestatable?lang=en

3. YouTube - https://www.youtube.com/@RealestablePodcast

Show Credits:

Our Executive Producers and Hosts are Ashlee Jankovich and Tiffany Klusacek. TSE Studios produce the Realestable podcast. Music provided by SoundStripe.